The Dental Brief Podcast Struggling With Case Acceptance? Try This
Aug 20, 2025
In this discussion, Eric Vickery, President of Coaching at All-Star Dental Academy and a communication strategies expert, shares valuable insights on overcoming the challenge of case acceptance in dentistry. He explains why patients often decline treatment and emphasizes the critical role of effective communication and confidence. Eric advocates for aligning team messaging and utilizing visuals to enhance patient understanding. He also highlights practical coaching tips that can significantly improve a practice’s acceptance rates and patient outcomes.
AI Snips
Chapters
Transcript
Episode notes
Small Gains Yield Big Wins
- Case acceptance varies widely but improving it even 5–10% creates major wins for practices.
- Top practices schedule 80–95% of presented treatment, not just 30–60% of dollars.
Selling Is Guiding, Not Pushing
- Dentists avoid the word "sell" because it implies pushy sales, yet they still must guide patients to care decisions.
- Patients often decline because they don't understand the problem, consequence, or urgency.
Explain Problem, Consequence, Need
- Use the "95.5 rule": clearly explain condition, consequence, and need so patients understand risks and act.
- Replace vague language with descriptive analogies and visuals to build understanding.